Xerox Business Development Webinar: Value-Added Selling

Type: Seminar
Date: 09/28/11 12:00 PM CT - 09/28/11 1:00 PM CT
Web site:

As print service providers look to incorporate technology solutions into their service portfolios, managers are working to create a value-based approach to selling and pricing. One of the key challenges to successfully selling solutions and services that go beyond price per unit, is building a compelling proposal that demonstrates a true value proposition.

In this webinar, we will be joined by Eric Cosway from Quantum Digital and Karen Keenan from Associates International. These CMOs are part of companies that have successfully offered and sold value-added cross media services.

You will learn how these companies have developed their proposals and trained their sales reps on value-added selling and how they have adjusted compensation plans to appropriately motivate sales personnel.

Each Webinar attendee will receive an InfoTrends White Paper: Cross-Media Services: The Sales Process
Cross-media marketing services are not an easy sell. Successfully offering these higher-value services demands many levels of organizational change, including a shift in the sales process. Selling these services requires a consultative approach, as it takes time to convince the customer, build the relationship, and learn the customer's challenges and goals. This white paper will address how successful firms are changing up the sales process to convert prospects into loyal and more profitable customers.

Executive Host:
Susan Weiss, Mgr., Worldwide Customer Business Development, Xerox Corporation

Barb Pellow, Group Director, InfoTrends

Guest Speakers:
Eric Cosway, Chief Marketing Officer, Quantum Digital
Karen Keenan, Director of Marketing, Associates International